The Role
Generate qualified pipeline through account research, multichannel outbound and inbound lead follow-up. Build prospect lists, personalize messaging, qualify leads, book discovery meetings, and maintain accurate CRM records. Analyze campaign performance, optimize sequences, use automation and AI tools, and provide feedback to improve ICPs, messaging, and sales processes. The role requires working from Goa with overlap during US Eastern Time hours.
Summary Generated by Built In
We are looking for experienced candidate to generate pipeline by researching target accounts, executing multi-channel outreach, and booking high-quality discovery meetings for Sales/BD leads. Manage inbound leads with rapid response times, maintain accurate CRM hygiene, and provide feedback to refine ICPs, campaigns, and messaging.
Key Responsibilities:
Prospecting and Research
- Identify and prioritize target accounts and buyer personas in the US market.
- Build and enrich lead lists using LinkedIn Sales Navigator and data providers (Apollo/ZoomInfo).
- Map buying committees and tailor outreach with relevant case studies and industry insights.
Outbound and Inbound Execution
- Run multi-channel sequences (email, phone, LinkedIn, video) with tailored messaging.
- Meet daily/weekly activity targets (calls, emails, LinkedIn touches) and A/B test messaging.
- Qualify inbound leads against ICP and criteria (budget, authority, need, timeline) and book discovery calls.
- Maintain rapid response SLAs for inbound leads (e.g., under 15 minutes during coverage windows).
Discovery and Handoff
- Conduct initial qualification calls to understand pain points, priorities, and timing.
- Book and confirm high-quality meetings for Account Executives/BD Leads with thorough notes in CRM.
- Ensure clean handoffs with agendas, discovery summaries, and next steps documented.
Automation and AI in Outreach
- Leverage automation and AI-enabled tools to scale personalized outreach at quality.
- Build, test, and optimize sequences, snippets, call scripts, and templates; standardize wins in playbooks.
- Use personalization at scale (signals, triggers, role-based pain points) while maintaining deliverability and compliance.
CRM and Reporting
- Maintain 100% data accuracy in CRM (HubSpot/Salesforce/GHL): lead status, activities, next steps, and source attribution.
- Track and report weekly on meetings booked, show rates, SQLs, conversion rates, and campaign performance.
- Keep sequences, templates, and contact lists organized, compliant, and up to date.
Collaboration and Feedback
- Partner with Marketing to refine ICPs, campaigns, and messaging based on field feedback.
- Coordinate with BD/Delivery teams to leverage portfolios, case studies, and solution narratives in outreach.
- Share competitive and market insights to improve positioning, messaging, and targeting.
Process Improvement and Tools
- Use HubSpot Sequences, Salesforce, GHL, dialers, Sales Navigator, Apollo/ZoomInfo, Calendly, and Loom to improve efficiency.
- Test subject lines, call scripts, and cadences; document learnings in enablement materials.
- Follow and improve SDR processes for lead routing, SLAs, and pipeline hygiene.
Qualifications
- Bachelor’s degree in Business, Marketing, Communications, or related field.
- 1–3 years in SDR/BDR/Inside Sales for technology, software, or digital/IT services targeting US markets.
- Proven success in booking meetings and creating qualified pipeline.
Experience
- Hands-on experience with CRM platforms: HubSpot, Salesforce, and GoHighLevel (GHL).
- Running outbound campaigns and qualifying inbound leads with measurable results.
- Analyzing outreach performance and optimizing messaging, cadences, and channels.
- Demonstrated use of automation and AI tools in sales outreach.
Skills and Competencies
- Excellent written and verbal communication; confident on phone and video.
- Strong research, personalization, and objection-handling skills.
- Analytical mindset; comfortable with dashboards, conversion metrics, and A/B testing.
- Organized, self-driven, and able to work across US time zones.
- Proficient with Microsoft Office or Google Workspace.
- Understanding of software, web development, or IT services is a plus.
Tool Stack
- CRM: HubSpot, Salesforce, GHL (GoHighLevel).
- Data/Prospecting: LinkedIn Sales Navigator, Apollo, ZoomInfo.
- Engagement: HubSpot Sequences, dialer, email warm-up tools, Calendly, Loom.
- Analytics: CRM dashboards, sequence analytics, spreadsheet tracking.
Working Hours
- In-office from Goa with required overlap with US hours (EST).
- Flexibility to cover outreach and inbound responses aligned to US time zones.
Skills Required
- Bachelor’s degree in Business, Marketing, Communications, or a related field
- 1-3 years of SDR, BDR, or inside sales experience targeting US markets
- Experience in technology, software, digital, or IT services sales
- Proven success booking meetings and creating qualified pipeline
- Hands-on experience with HubSpot, Salesforce, and GoHighLevel
- Experience running outbound campaigns and qualifying inbound leads with measurable results
- Experience analyzing outreach performance and optimizing messaging, cadences, and channels
- Demonstrated use of automation and AI tools in sales outreach
- Excellent written and verbal communication skills
- Strong research, personalization, and objection-handling skills
- Ability to work across US time zones and overlap with US Eastern Time hours
- Proficiency with Microsoft Office or Google Workspace
- Understanding of software, web development, or IT services
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The Company
What We Do
SJ Innovation is a New York-based software and IT services company founded in 2004. It helps global businesses build digital products through mobile app, web, and custom software development. Its capabilities include bespoke web development, headless CMS implementation, quality assurance, website maintenance, and custom AI applications, serving clients worldwide across varied business and technology needs for modern businesses and organizations.
